This is what happens when you don’t participate in the customer’s vision of a solution first, before you try to re-engineer to a better solution that features your unique capabilities…

You can find more tidbits of Solution Selling wisdom like this in the Solution Selling Fieldbook.

If selling was this easy, we wouldn’t need sales professionals.  People buy from people…

You can find more tidbits of Solution Selling wisdom like this in the Solution Selling Fieldbook.

Customers usually buy things based on their emotional response, then justify it with logical reasons…

You can find more tidbits of Solution Selling wisdom like this in the Solution Selling Fieldbook.

An all too frequent exchange between a salesperson and his manager, talking about solving a customer’s specific problem or pain…

You can find more tidbits of Solution Selling wisdom like this in the Solution Selling Fieldbook.

This is what happens when salespeople try too hard to sell their offerings…

You can find more tidbits of Solution Selling wisdom like this in the Solution Selling Fieldbook.